Listen to the merchant - what pain point do they have?, How does your solution resolve that issue?  What added features can you provide to speed up the payment process?  Are they waiting for checks in the mail?  Will adding Mobile Payments save on processing costs?  Are they taking cc info over the phone?

Have they merchant added eCommerce transactions?  Are they using the same cc account?

All types of questions to keep in mind when you are attempting to close a deal.

Hi Alley! I sent you a connection request! 

I take a look at the big picture, so I like to bring that up in the beginning. what I mean is I always give an agenda, So after any hi and hello maybe even some small talk 

then you start! 

Mr. Mrs. customer thank you for the time you are giving me. I appreciate it! (be sincere) I know time is valuable wouldn't you agree?....obviously they are gonna say yes! (now you got your first yes) 

I really take that into consideration so I have a process Mr. Customer Today I wanna find out as much as I possibly can about you and your business. so I'm gonna ask as many questions as I can think of that leads me to the perfect picture of how your business works. Then If you have any questions about me or my business I'm happy to go through it with you. Then we both should be more comfortable knowing all we can about each other that's how good foundations are built don't you agree? your second yes! 

At that point, once I have the information I will need to put a custom solution together for you, I'm going to present it back to you and get your thoughts on it ... In all fairness to each other for the sake of time at that point you can say yes! which would be great, or you can say no, which is ok too, all I ask is you don't say maybe, or I will let you know later. (then laugh a little to lighten it up they will laugh too because I promise... no one has put them in this position before). then get another yes! by asking... so how does that sound? (wait for the answer do not say another word until they do) don't let them off the hook here because this is an agreement between them and you for them to give you an answer when you ask for the sale later.

once you get the agreement start your questions have them all written beforehand because you may forget something and you don't wanna have to backtrack later.

once your all done and you know what you wanna present go ahead and present it to them and then the most important thing is when you are done presenting mention to them ....when I talked to you, in the beginning, I asked that you can say yes, which will be great or you can say no, which is ok too... but please don't say maybe! 

go through one last time briefly the solution what you're going to solve for them, what it can mean for them, basically why they should have it and all the benefits then close

Mr. Customer putting this solution in your company is going to increase productivity by_____Its going to increase your overall revenue because you saved____add some other things what you did for them these are examples 

Then say so Mr. Customer can I count on your Business??? and then do not I repeat do not speak a word don't look away don't move a muscle until they answer I promise if you talk after this point you will lose.

It's not easy but it separates good from great. you have to practice this many many times 

its also up to you if you wanna break it into two appointments like get all your info then come back for the presentation I do if it's worth it but for small ones, it's one call 

sorry so long I really don't have a lot of time right now but I probably could have cleaned this up better for you if I had the time.